The five rules of Closing a Sale What is closing a sale? And end and a beginning: *Customer ends the search *You begin a new customer relationship

What is closing a sale?

And end and a beginning:

*Customer ends the search

*You begin a new customer relationship

The end of the customer's search Customer experiences Relief Satisfaction Joy of use

Customer experiences

Relief

Satisfaction

Joy of use

You being a new customer relationship Now you can show your stuff Now you can work on making a new friend Now you can build your business

Now you can show your stuff

Now you can work on making a new friend

Now you can build your business

Closing is so misunderstood It sounds a bit rough Could someone get hurt? Does it have to be done harshly? Is it something you do to the prospect? Is it nice to do?

It sounds a bit rough

Could someone get hurt?

Does it have to be done harshly?

Is it something you do to the prospect?

Is it nice to do?

Closing should be a collaboration You and the prospect work together to use your service to solve the person’s problem. The Close happens when the prospect becomes the customer.

You and the prospect work together to use your service to solve the person’s problem.

The Close happens when the prospect becomes the customer.

Closing Rule number 1: You can’t sell anybody anything! …but you can help people talk themselves into buying just about anything at all. Your job is to help the prospect make a decision.

You can’t sell anybody anything!

…but you can help people talk themselves into buying just about anything at all.

Your job is to help the prospect make a decision.

Closing Rule number 2: It is not about you… … it is about the prospect! What does the prospect want to talk about?

It is not about you…

… it is about the prospect!

What does the prospect want to talk about?

Closing Rule number 3: Assume the sale! Believe you offer the best solution in the area. Believe you talk to buyers and not shoppers.

Assume the sale!

Believe you offer the best solution in the area.

Believe you talk to buyers and not shoppers.

Closing Rule number 4: Close on the minor points If you and the prospect agree on all the minor points, there is nothing left to do but sigh the paperwork.

Close on the minor points

If you and the prospect agree on all the minor points, there is nothing left to do but sigh the paperwork.

Closing Rule number 5: “No” only means “not yet” If you assume the sale, then a “No” just means you missed something…get back to work asking good questions.

“No” only means “not yet”

If you assume the sale, then a “No” just means you missed something…get back to work asking good questions.

Follow the Five Rule of Closing 1. You can’t sell anybody anything 2. It’s not about you 3. Assume the Sale 4. Close on the minor points 5. No only means Not Yet

1. You can’t sell anybody anything

2. It’s not about you

3. Assume the Sale

4. Close on the minor points

5. No only means Not Yet

Thank you! Tron Jordheim [email_address]

Tron Jordheim

[email_address]